trade fair 商务英语视听说
R：Good afternoon, sir.what can i do for you?
T：yes，i'd to buy some ski equipments.
R：Is there anything in particular you’re interested in at this time? We have a wide variety of ski equitment for you to choose from. It’s all of the best quality . There are our latest styles.
T: Em, i'm into your ski equipments. But, at first, I want to know more about your firm.
R: Good.You’ve come to the stand. My name is Mr. Li.a priciple of this stand.
T: Hello, I’m Mr. Smith.I'd like to know when was your firm established, and in which country?
R: well, our firm was established in 1981,we've been in this line over thirty years.
it's an American-based company, but has officers in many countrys in Asia and Europe.
T: En, how many enployees are there in your firm.
R: The number of employees is over 2,000.
T: How about agents ?
R: their are agents in Germany, Switzerland and Luxemburg,and France is our biggest market in Europe.
T: That is great.what kind of skiing products do you mainly handle?
R: R: We mainly trade in downhill and cross-country shi boots and accessories.And we will start manufacturing new-style downill skis,SKIWHIZZ next month.
T: Oh? Can you tell me more about it?
R: Here is a sample. You’ll see they are modern and elegant. What’s more, they are very wear-resisting than others on the market.
T: Why?
R: Just because materials is carefully selected for quality,and wo have many strict checks to control the quality.
T: Oh, I see. Could you please show me the catalogue and pricelist?
R: Sure, here you are.There are our latest illustrated catolouge and pricelist.
T: Very impressive. But I’m afraid the prices are quite a bit higher than others’
R: But ours are made of very good,You can’t buy suits of similar quality at such a price anywhere else.
T: I’d like to discuss them with my boss. And we will
contact you later. Here is my business card.
R: Thank you.Here is my card.Please feel free to contact me for any reason,I am looking forward to our cooperation.。
《商务英语视听说》下册教案
《商务英语视听说》下册教案5授课章节名称：Unit Two 教材逻辑结构分析和学生分析：In this period, the students are supposed to learn the expressions about establishing business relationships and product promotion; they will watch a video about consulting about trade fairs. 教学目的：1.Know how to establish business relationships;2.Get to know how to promoting products;教学重点：How to act as a buyer or an exhibiter in a trade fair.教学难点：How to make a brief introduction of a factory or a company.更新、补充及删节内容：Ask the students to get more information about word famous trade fairs 教学方法与使用教具：Task-based teaching;Tape-recorderTeaching procedures:Step 1 Leading in1. Revise the famous trade fairs of China.Step 2 PresentationLanguage Focus AUseful expressions at trade fairsA.Greeting at trade fairs How do you do?Hello! You are welcome!I'm glad to see you.Nice to meet you.Good morning! Welcome to our stand.B.Introducing each other at trade fairs Let me introduce you to Mr. Li, General Manager of our company.It's an honour to meet you. My name is Thomas Clinton.rd like to make a self-introduction. Tm Richard Carter, Sales Manager of BIM.How do I prononce your name?How do I adress you?What line of business are you in?C.Negotiating at trade fairs While we appreciate your interest, we're very sorry to say that we can't reduce our price any further.We are satisfied with the quality of your samples, so business will depend entirely on your price.To a certain extent, our pruce depends on the size of your order.This product is now in great demand and we have in hand many enquiries from other countries.Thank you for your enquiry. Would you tell us what quantity you require so we can work out the offer?My offer was based on reasonable profit, not on wild speculations.D.Farewells Thank you for coming to our stand. You are welcome to our company if you want to know more about us.Nice meeting you. Please give us a call if you need more information about our products.Goodbye! Keep in touch.See you next time!See you later!1.Follow-up PracticePlay the tape and get the students to listen to the AsiaWorld-Expo and fill in the blanks on page 17.A.Check the answers.B.Ask the students to listen to the dialogue between Mr. Li and Mr. Brown in theExhibition Hall at the China Export Commodities Fair and choose the best answer to each question.C.Check the answers.2.Video 1A.Get the students to look at the pictures on page 18 to have a rough idea of the video.B.Ask the students to watch the video and identify who is the speaker of each of thesentences on page 18.C.Check the answers.D.Ask the students to watch the video again and choose the correct answer to eachquestions on page 19E.Check the answers.3.Post-viewingGet the students to work in groups to rank the importance of the seven steps considered important for planning a trade show. Exchange ideas and give explanations to their group members.a.select a trade fair carefullyb.Set a realistic budgetc.carry out advertising and publicityd.design the stande.train the exhibit stafff.schedule the timeg.select exhibits carefullyStep 3 Consolidation and Assignment(1)Get the Ss to read aloud the expressions about establishing business relationships andproduct promotion.(2)Assignment: Try to make a conversation about a seller and a buyer in the trade fair,you should use the expressions you have learned in this part.。
商务英语听说教程下unit3Trade Fair
*
Pre-listening Listening
Part A Part B
Further Practice Activities
*Pre-listening
projector sneaker laptop LCD pajamas
laser pointer
wrapping paper engine carton
Sporting Goods Show: sneaker, racket Show: thermometer
Packaging Industry Show: wrapping paper, (LCD can possibly be exhibited at two
carton
different shows.)
Textile & Apparel Show: scarf, pajamas
Gift & Stationery Show: stapler
Schedule for Guangzhou International Trade Expo 2016
* Listening
Part A - Task 1 Conversation
stapler
商务英语会话Unit 1 ITrade Fair共34页文档
Unit 1
Establishing Relationship
I. Trade Fairs
Learning Objectives
Understand and explain the main functions of trade fairs.
Warming-up Practice
1) Mention some trade fairs held in your part of the country.
2) What purposes does exhibitor expect to achieve?
3) Suppose you are an to compete for attention in a trade fair?
SH International Conference & Exhibition Center
Shanghai Exhibition Center
GD Modern International Exhibition Center
GD Modern International Exhibition Center
Summarizing on the Key Points
Useful expressions
Inquire & offer at trade fairs
1. What products are you interested in? 2. May I have your sample? 3. May I have you illustrated catalogue? 4. May I know some of your new products? 5. During the display period, all of our products have 10% discount. 6. This is our bottom price, so we can’t give you any discount. 7. Our price is much lower than the current market price. 8. This product is result of our latest technology 9. These are our latest standard models. 10. They are extremely popular with young people.
商务英语视听说PPTunit
Asking for information
Requesting Prices
Would it be too much to ask you to respond to my question by tomorrow?
May I have a copy ot delivery
5. How long is the warranty on these computers
6. Canned foods are of special interest to me, particularly canned fruit and meat.
Evaluation by traders
Part IV. Video 1
3 international and domestic trade fair Do the role play-using sentences
4 and phrases learnt in this unit
Reasons for visiting trade fairs
Learning about novelties Displaying and marketing new products Looking for new business partners Meeting with current partners Participating in business meetings Participating in conferences and seminars
Trade Fairs
2012年3月第四次课 新视野商务英语视听说
Learning Objectives
1 Comprehend basic trade fair vocabulary
unit 2 trade fair 新视野商务英语视听说下 U2
Pre-viewing
Viewing 1. Watch the video and identify who is the speaker of each of the following sentences.
00:05 / 03:00
Task 1
Listen to an introduction to Expo 2010 Shanghai China and decide whether the following statements are true (T) or false (F).
Task 2
1. Alfred is a marketing specialist. He is making a speech on trade fairs. Listen to the following part of the speech and fill in the blanks.
Script
Trade fair conversation
❖ 欢迎参加我们的展摊。 ❖ Welcome to our booth. ❖ 我想同你谈谈所展出的产品 ❖ I wish to have a discussion with you about the products
on display. ❖ 我很高兴有机会与你面谈。 ❖ It’s a pleasure to have a chance to talk business with you
Innovative adj 富有创意的
1. LFisotellnowto-uthpePinrtarcodtiuccetion to the Asia World-Expo and fill in the blanks.
商务英语视听说 马龙海 听力原文 U9-U10
Being the first world exposition on the theme of city expo 2010, shanghai, China will attract governments and people from across the world focusing on the theme better city better life. For its 184 days, participants will display urban civilization to the full extent exchange. Their experiences of urban development disseminate advanced notions on cities, and explore new approaches to human habitat, lifestyle and working conditions. In the new century, they will learn how to create an eco friendly society and maintain sustainable development of human beings. Expo 2010 will centre on innovation and interaction.Innovation is the soul, while cultural interaction is an important mission of the world. Expositions in the new era, expo 2010, will contribute to human centered development, scientific and technological innovation, cultural diversity, and win cooperation for a better future. Expo 2010 will also be a grand international gathering. We shall endeavor to attract about 200 nations and international organizations to take part in the exhibition, as well as 70 million visitors from home and abroad, ensuring the widest possible participation in the history of world expositions. In addition, expo 2010 will offer a wonderful opportunity for cross cultural dialogues. Before the conclusion of the exposition, a shanghai declaration will be issued.This declaration, hopefully a milestone in the history of world expositions, will epitomize the insights to be offered by the participants and embody ideas for future cooperation and development, and extensive common aspirations, thereby leaving a rich spiritual legacy of urban development to people throughout the world.Good morning! Can I help you earth? Thank you. But I'm just looking at the moment. Please do have you come across our products before I think I have heard of them. We are relatively new. but golf Pro is acquiring a reputation very quickly. We have become one of the world leaders in metal woods. really actually, I'm quite interested in metal woods. Could you tell me what the prices are for this range Course? The prices start at 90 pounds and they go up to 149 pounds. Did you say 149 pounds? That's right. I wonder if you would be interested in our new range of ladies clubs as well.Possibly. Could you give me the prices please? Yes, the range is called golf Pro lady, and a full set of nine irons comes to 465 pounds. A set of three woods is 240 pounds, and putters are 46 pounds each. Sorry, that was 46 pounds each, wasn't it? Yes, 46 pounds each bright. Thank you. Could you give me some Information about your Top of the range clubs as well? Of course, that is our golf Pro x this is real state of the art. When it comes to professional clubs, a set of nine irons comes to 835 pounds.Very reasonable. I think you'll agree. Not bad. Would you like to try one out in the practice area? No, thank you. I am afraid. I don't have time at the moment, but I would like to read some more about your products Course. Here are some of our latest brochures with up to date Information on all the rangers. And also my card. Thank you. Please contact me if you need any more Information.Good morning, mr. Robbins.Good morning, John. How's it going?Not too bad. I'm reading some articles about trade fairs. I'd like to ask you some questions. What benefits can I expect? If I exhibit at trade fairs,You can use trade fairs to promote your products or services.But can you be more specific?Certainly, you must know that exhibiting at trade fairs is an effective way to test new markets or launch new products and services. Trade fairs offer you a chance to demonstrate your products or services to customers face to face. This way, you can get feedback and find out what customers want.I seetrade fairs are also good opportunities for building new businesses, since many potential customers and suppliers are concentrated in one place.Okay. Thank you. I wonder what's the most important thing to know about? If I want to exhibit at a trade fairas an exhibitor, choosing the right trade fair is essential. If the trade fair is to specialist or too broad, it's unlikely to attract visitors who want to buy what you sell. And participating in trade fairs can be a waste of time. So you see, when you attend a trade fair, you should make sure what kind of customers you want to reach and what you want to achieve.Anything else? I should knowone more thing. You should make specific and measurable goals. If you choose your fare carefully and give yourself plenty of time to plan your goals, you'll have a good chance of doing good business.Good. You really are a specialist. Thank you.You're welcome, John, by the way, there's an I t trade show being held now. It might be a good idea for you to go and have a look. You'd get an idea of what's going on.Thank you. I will. That's a good idea.U9 v2Mister, why did you want to exhibit North America?We wanted to exhibit in North America primarily because it has a huge automotive industry. Our target customers are machine manufacturers and the companies that by machines. So we needed to be somewhere. We could reach both audiences.I see, but there are many trade fairs held in North America. How did you choose the right one?We asked the fair organizers to provide us with attendance statistics, delicate profiles, and the names of other companies exhibiting this Information helped us choose the right one.What did you do to prepare? Before attending the trade fair?We set a budget and drew up a list of actions and deadlines, including technology requirements, display materials, promotional literature, booth furniture, advertising, and so on.How are you able to exploit your business opportunities and generate new business?We made sure that all staff in the booth had prepared themselves for the fair. Each visitor was asked some questions to determine whether they were genuine prospects. When a good prospect turned up, we knew exactly whichkey aspect to emphasize, and whether we should focus on innovation, quality, or price. Our samples were on hand to illustrate the products capabilities, and that helped engage people's interests. When the visitors left, we ensured that they had received our promotional material and business cards, and also that we had a record of their details.What did you do after the trade fair?When we returned to the UK, we followed up each lead by EMAIL or letter. In fact, we already have some substantial orders from the different companies we met.Good, thank you for speaking with us.You're welcome.U9 v3Betty asks helling questions about setting up the fasttrack booth at a trade show noise.Yeah. Hello. Hi, betty. How's everything going? I've got some problems. Our company has been assigned to booth 14 e and it seems we don't have a phone line. Did you request a phone line on your reservation for? Yes, I did. I'll send someone over to put in a line for you. Also, we need an additional electrical outlet for our video display. If you check, you'll find a small metal plate on the floor inside your booth.Just lift up the plate. There are two more outlets there. Okay? That should do. Is there anything else? I can help you with just one more thing. How early can we begin setting up our exhibit tomorrow morning? They say exhibitors are allowed in at seven am great, that should give us enough time.An inquiry is usually made by an importer to an exporter asking for price lists. Catalogues samples, detailed specifications about the goods and trade terms. An inquiry may also include the following Information where and how you have heard of the company, an introduction to your company that includes the scope of its business and why you think that there will be a demand for the articles that you are inquiring about the exporter, upon receiving the enquiry will make a reply to the importer, thus initiating the business negotiation process. Inquiries can be classified into two groups. Some inquiries are requests for priceless or catalogues. These may be called general inquiries. Other inquiries are requests for quotations for certain articles or request for price terms, packing conditions, time of shipment, mode of payment, insurance, etc. These are usually called specific inquiries from regular customers are sometimes very brief in content, in which only the name and specifications of the article are mentioned. An inquiry can be generated in a number of ways. It can be a phone call, a letter, a fax, or an EMAIL. It may be as a result of contact by a representative or of advertising or direct marketing.U10 lst2We are interested in buying large quantities of steel screws in all sizes. We used to purchase these products from other sources. However, we may now prefer to buy from your company, because we understand that you are able to supply larger quantities at more attractive prices. We would be obliged if you would give us a quotation per kilogram cif liverpool, England. It would also be appreciated. If you could send the samples and your price list with specifications, we look forward to receiving your offer.Good morning. Is that rocky speaking morning?This is rocky. Is that shark?Yes,nice talking to you again. How's the weather in your part of the world?Terrific sunny, 28 degrees, light breeze.Stop! I can't take anymore. It's snowing here. So what can I do for you? Shock?I need a couple of your q 2000 speedboats to rent to my guests. Can you give me a quote?Let's see, the list price is 6500 US you're a valued customer. So i'll give you a 10% discount.That's very reasonable. Do you have them in stock?Sure, we do. We set up new inventory controls last year, so we don't have any backlogs any more.That's good. The tourist season is just around the corner, so I need them pretty quick. What's the earliest shipping date you can manage?They can be ready for shipment in two to three weeks.Perfect. What's the total c I f price? Rocky?Hang on. The price will be 7850 US to your usual port. Do we have a deal?You bet. Send me a fax with all the Information, and i'll send you my order right away. I'll organize a letter of credit as usual. Same terms as always,of course.Great. Rocky. Bye. Wait a minute, please say hello to your family for me. Thank you. And the same goes for me budget.U10 v2Okay, glad to have the chance to visit your corporation. I'm eager to do business with you.That's good to hear. I believe you've seen the exhibits in the showroom. What particular items are you interested in?I'm interested in your hardware. I've seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Italy. Here's a list of my requirements. I'd like to have your lowest quotations cif rome.Thank you. Tell us the quantity you need so we can work out the offer.I'll do that. Meanwhile, could you give me an indication of price?This is our f o b priceless. All the prices on the list are subject to confirmation.What about the commission from european suppliers? I usually get a 3 to 5% commission for my imports. It's the general practice.As a rule, we do not give any commission, but if the order is large enough, consider it.You see I do business on commission basis. A commission on your prices would make it easier for me to promote sales, even just two or 3%.We'll discuss this when you place your order with us.U10 v3Harold is considering buying sound boards from fast track. He is talking with betty fields, a fast track sales representative, to ask about prices.I'm interested in a couple items in your new catalog, and i'd like to know the prices.Great. Which items did you have in mind?We're particularly interested in your new rs five sound card shown on page five of your catalogue, and also the model rs four card.The rs five is $45 each for quantities up to 500. Then we offer quantity discounts for larger orders,And the price on the rs four,The rs four is a promotional item this month. For all orders received by the end of the month, it is $33 each. And that is good on any size order.that price sounds good. Could you send me more details about the rs four, including the specifications?Certainly, I can fax or EMAIL that Information to you this afternoon.Terrific. I'll get back to you after I reviewed the details. Thank you.Good. Bye, yeah.。
商务英语会话Unit 1 ITrade Fair共34页文档
nicely.
…
A: Is __________________.
A: Here are some samples . _________________.
B: Could you please show me some more samples in
SH International Conference & Exhibition Center
Shanghai Exhibition Center
GD Modern International Exhibition Center
GD Modern International Exhibition Center
Summarizing on the Key Points
Farewell
Useful expressions
1. Thank you for coming to our stand. You would be very welcome if you would like to visit our company and learn more about us. 2. Nice meeting you. Please give us a call if you need more information about our products. 3. If you want to know more about us, please visit our website at … 4. Thanks for your coming /inquiring. Goodbye! Keep in touch.
新视野商务英语视听说 (下册-)答案【完整版】
新视野商务英语视听说下Unit 1 A Factory TourPartⅠ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPartⅡ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase (5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPartⅢ1. (1) c (2) b (3) c (4) a (5) a2. (1)6000units (2) only 1%(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.PartⅣ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)932(1)20～30 (2)13 (3)15 (4)30～45PartⅤ1. (1) c (2) b (3) c (4) c (5) b2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory. PartⅥ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets Unit 2 Trade FairsPart Ⅰ(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc. (3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.Part ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) TTask2(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 1: Miss Stewart, why did you want to exhibit in North America? Question 2: How did you choose the right one?Question 3: What did you do to prepare before attending the trade fair? Question 4: How were you able to exploit your business opportunities and generate new business?Question 5: What did you do after the trade fair?2. (1) a (2) c (3) b (4) a (5) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement inyesterday’s New York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answerall the questions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (1) steel screws in all sizes(2) CIF(3) Because the supplier is able to supply larger quantities at more attractiveprices(4) The supplier’s offer.Part Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.Part Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage ofthe order but that hardly induces them to negotiate low prices. Therefore, agentsare usually paid commission. This may be paid by the seller or by both seller and buyer.Unit 4 Negotiating PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trialorder of 10000 pieces. What price can you offer us?B: As this is our first business, we can provide you with some preferential terms.How about $40 per piece?A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?B: Well, that’s a tough deal. However, since we’re going into a long-termrelationship, maybe we can try to reach that bottom line for you.Part Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.Sample dialogue:A: Mr. Brown, I’m anxious to know about your offer.B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.A: That’s a steep price! It’ll be difficult for us to make any sales.B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.B: OK. Then we’ll make it 28 pounds for this order. Is that ok?A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.B: Good, we can talk about further reductions later when we see how business is developing between us.Part Ⅵ1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F2.(1) the quality of our product is much better than that of other suppliers(2) We can talk about that later.(3) if you can give me best price for this first order, we can start along-term relationship.(4) That really leaves us with nothing.(5) I’ll make that concession.Unit5 Placing an OrderPart Ⅰ(1) negotiate (2) accept and confirm an order (3) sign the contract(4) confirm the order (5) confirm further ordersPart Ⅱ(1) is a request to supply a specified quantity of goods(2) an enquiry with subsequent quotations(3) printed order forms(4) description, quantities, mode of packaging(5) agreed upon in previous negotiations(6) are legally bound to fulfill their agreement(7) at the agreed time(8) accept the goods supplied and then pay for themTask21. (1) F (2) F (3) F (4) T2. (1) b (2) c (3) a (4) bPart Ⅲ1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.2.A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?B: Yes, that’s right. What can we do for you?A: We’re a Nigerian company, and we’re looking to order some clothes.B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?A: Sweaters and skirts. But would you please first tell me your minimum order? B: Our minimum order is set at 5000 pieces.A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it should n’t be a problem.A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?B: OK. How about item 18?A: The size is ok with item 18. But we want to order both light and dark colours. Part Ⅳ(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logoPart Ⅴ1. (1) acd (2) d (3) c (4) c2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?A: What do you suggest?B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.A: Would you please tell me the difference?B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same asthe DSC-T5.A: That sounds good. What about their prices?B: The DSC-T5 is $349.95 while the T7 is $449.95.A: I see. Would you be able to provide me with 500 of each?Part Ⅵ(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks(10) confirmed irrevocable (11) 15th (12) Quality & QuantityUnit 6: Terms of PaymentPartⅠA Japanese YenB United Stated DollarC Pound SterlingD European DollarE Korean WonF Canadian DollarPart ⅡThe correct order is: c-a-b-e-dTask21. (1) b (2) a (3) b (4) c2. (1) collection (2) Documents against Payment (3) Documents against Acceptance(4) expenses (5) procedures (6) actual payment (7) collecting (8) non-paymentPart Ⅲ1. (1) b (2) c (3) a (4) c (5) c2. A: since we have reached an agreement on the price, quality, quantity and packagingof the product, now let’s get down to talk about payment, ok?B: Good idea, what terms of payment would you prefer?A: Actually, on L/C payment is our general practice.A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.A: It’s also the generally accepted international practice.B: That’s right. L/C are very common in foreign trade.B: But this time we suggest D/P payment for the following reasons:B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!A: That sounds good. But we still prefer an L/C since it’s our general practice. A: Do you think you could apply for one?Part Ⅳ1. The correct order is: a-i-e-g-b-f-c-j-d-h2. (1) lump sum payment (2) payment by installment (3) cash on delivery(4) advance payment (5) 25%, final acceptance (6) one monthPart Ⅴ1.(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.(2) Ask how often these problems occur and how long faults generally last.(3) Ask for cheque and postage details(4) Ask for the name and address of their debtor and the expected date of payment(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately2.A: Hello, Becker here.B: Good morning, Mr. Becker. This is Mary Wang.B: I’m sorry to ring you like this.A: That’s all right.B: Did you get the invoice as well?A: Yes, yesB: But the payment of the invoice sent to you has not yet been made.A: Yes, money is very tight at the moment, you see.B: Yes, I think I know what you mean. We have a similar problem.B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would naturally prefer not to have to go so far.A: So what do you suggest we do about the money we owe you?B: Well, please try and send the cheque before the end of the month.B: That’s one more week.A: Thank you, we will do our best.B: We hope to keep you as a regular customer despite any troubles you may have. A: Thank you very much for being so understanding. Goodbye.B: Bye.Part Ⅵ(1)SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 datedJanuary 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools(8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12)beneficiary’s (13) 15 days (14) SB-87654 (15)draftsUnit 7 DeliveryPart Ⅰ1.□time of establishment of the L/C□availability of shipping space□supply of raw materials□amount of orders to fulfill at the producer’s side2.(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.Part ⅡTask1(1)one month after we signed the contract(2)the shipping agent, get the necessary shipping apace(3)Our supplier, the supplier is short on materialsTask21.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)their stocks2.(1) at the beginning of November (2) before end of September for the Christmasrush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of OctoberPart ⅢConversation 1: 3 months after the contract is signed, NoConversation 2: July, mid-June, no shipping spaceConversation 3: by the end of September, YesPart Ⅳ1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last possible shipment date.2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possiblePart Ⅴ1. (1) c (2) c (3) a (4) b2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.Part Ⅵ1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.2. (1) T (2) F (3) F (4) T (5) FUnit 8 Complaints and ClaimsPart Ⅰ(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership(7)invoicePart ⅡTask1(1)defective items (2) insurance, shipping (3) pay compensation (4) provide areplacement, return the money (5) ask for compensationTask2(1)order (2) breakage (3) 30% (4) withholding payment (5) call me back(1)Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back (5) 0181-993 421 (6) 5:30Part Ⅲ1.Appropriate responses: 1-3-4Inappropriate responses: 2-52.(1) c (2) a (3) b (4) c (5) bPart Ⅳ(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperationPart Ⅴ1.(1)A: The quality is different from that of the approved samples(2)A: The pictures of products with the wrong colour(3)A: Send the replacement(4)A: Send the replacement immediately(5)A: No2.A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.B: Well, do you have any evidence?A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.Part Ⅵ1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.(3) Turn to the insurance company for compensation.Unit 9 MarketingPart Ⅰ Warm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategyPart Ⅱ Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profitsTask2(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budgetPart Ⅲ1.Checklist: a- c-d-f-g2.Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part Ⅳ1.Checklist: a-c-d-e-g2.(1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net(9) fashion magazinesPart Ⅴ1.(1) c (2) b (3) c (4) a2.Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions? Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you’re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?Man: Mm… I can only hope that won’t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part Ⅵ(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited selection dishes.(5) YesUnit 10 AdvertisingPart ⅠAmway: outdoor billboard, TV commercialEsprit: fashion magazinesIKEA: cataloguesNestle: TV commercials, magazinesMc Donald’s: sports sponsorship, outdoor billboards, TV commercialsSony Ericsson: outdoor billboards, magazinesStarbucks coffee: word of mouthVolkswagon: magazines, TV commercials, outdoor billboardsPart ⅡTask1(2)E (3) A (4) G (5) D (6) B (7) FTask21. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers2. (1) a (2) c (3) bPart Ⅲ1.Leaflets & flyers: local shops & fitness clubsShowrooms: Nokia, ToyotaSports sponsorship: Coca-cola, BenzRadio advertising: local restaurantsTV commercials: Amway, Mc Donald’sThe Internet: IBMMagazines: omega, DellOutdoor billboards: China Unicon, Petro China2.(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people Part Ⅳ1. sponsorship; posters; radio; TV commercials2. (1) c (2) b (3) a (4) c (5) aPart Ⅴ1. b-e2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part Ⅵ1. Automobile, Marmalade, Furniture, Ice cream2. (1) c (2) a (3) d (4) b。
商务英语视听说unit4（可编辑）
商务英语视听说unit4Trade Fairs 7>2012年3月第四次课新视野商务英语视听说 Learning Objectives Comprehend basic trade fair vocabulary Understand how to participate in a trade fair Recognize some famous international and domestic trade fair Do the role play-using sentences and phrases learnt in this unit 1 2 4 3 3 Reasons for visiting trade fairs Learning about novelties Displaying and marketing new products Looking for new business partners Meeting with current partners Participating in business meetings Participating in conferences and seminars Part II. Listening Practice Task 1. F F T F F T Innovation and interaction Win-win cooperation for a better future Cross-cultural dialogue Milestone Extensive common aspiration Expo 2010 Shanghai China Task 2. 1 .domestic supplier , customers , value, services, ideal, compare, specialized, innovative, up-to-date 2 .new,reputation,world, range, latest Part. III Introducing your company Requests Promoting products 1.The purpose of this meeting is to explore possibilities of doing business together. 2.We are a small company but we are flexible and efficient. 3. Would it be possible to have a sample. 4. I strongly recommend this item. I am sure you will be pleased with it. 5. How long is the warranty on these computers 6. Canned foods are of special interest to me, particularly canned fruit and meat. Expressing business relationship Evaluation by traders Making enquiries about sales Part IV. Video 1 1 What benefits can I expect ifI exhibit at trade fairs 3 Trade fairs are also good opportunities for building new businesses since many potential customers and suppliers are concentrated in one place. 2 Trade fairs offer you a chance to demonstrate your products or services to customers face-to-face. Part V. Language Focus B Asking for information Requesting Prices Asking about delivery Asking for discounts Would it be too much to ask you to respond to my question by tomorrow? May I have a copy of your price list? How long does it usually take you to make delivery? We would like to know what discount you can grant if we place a long-term regular order. Homework Page 23 post-viewing work in pairs. One of you plays Role A and the other plays Role B. Make a dialogue according to the given information . Please try to use the sentences and phrases you have learnt in this unit. Please remember to do your homework. :。
商务英语视听说作业——Trade Fair
Steps
Firstly: Asking for information about each company or introducing company. Secondly: After learn about each other. 1.Asking the information about products of… 2.Requesting prices 3.Asking about delivery 4.Asking for discounts Finally: We are successful to establish the business relationship.
The CC Company Profile
Established time: In 1992 Headquarters: Sichuan China Employees: Over 12thousand Annual revenue: 8 billion dollars Oracle China Branches: Beijing, Shanghai and Guangzhou. Services provided: Consulting service, online service, after
1.Finding suitable products (Include: price, quality,
etc.)
2.Learning about novelties
The same purpose:
Explore possibilities of doing business together.
selling service
Product Profile
1. This is one of our latest designs and top brands. 2. It’s our best selling. 3. This type of product comes in different colors and flavors. 4. Our product is elegant, durable and reasonable in price. 5. We have a large range of size. 6. This item is far above standard quality.